Mistake #5 Salespeople Make in Client Meetings- The Mulligan

November 25th, 2015

We've all had "that's what I should've said" moments. After a discussion is already over, the perfect one-liner, ideal comeback, elegant analogy or consummately constructed point occurs to us. The one parlay that would have made our argument. Golfers have a name for the do-over of a shot that didn't go where they wanted, the Mulligan Read More...

Malcolm Butler is Superbowl’s MVP. If you sell, why you care.

February 25th, 2015

“Malcolm Butler,” said the caller, “is the MVP. He doesn’t make that interception in the end zone at the end of the game, New England loses. I was driving from Miami to Orlando on the day after the Super Bowl. My rental car had satellite radio. Midway through the drive, I realized I could listen to Super Bowl sports talk radio to my heart’s content Read More...

What Legendary Coach Bear Bryant Can Teach Us About Selling

October 3rd, 2014

A team of academic researchers once asked Bear Bryant why Alabama football was so successful under his tenure. Bear Bryant's reply: “Because I love my players, and they love me.” The researchers were skeptical. Alabama football, like any team, was measured on wins and losses. The researchers theorized that the team’s won-loss record (or the amount of love they had for their coach) might not be the most useful measure or motivator for individual players Read More...

Selling is a Process

August 5th, 2014

Many years ago, my boss’s boss stopped me in the hallway. “Congratulations,” he said. I heard you had an application signed with Cargil. I was concerned. Since he knew the application had been signed, he would expect the transaction to close. “Well, it's not closed yet. Maybe wait until the money is in the bank to congratulate me Read More...